Concession band shift
18 to 34%
When a credible exit plan exists, on the incumbent renewal.
Most buyers facing a 2026 Broadcom portfolio do not exit it. The buyers who construct a credible exit plan and never execute it are the buyers who pay the least to stay. This paper is about the construction of that plan: what it contains, how the five product families differ in their exit profile, what sequencing produces the largest concession band, and what the alternatives actually cost when modelled against signed paper rather than vendor slideware.
Across the last 17 portfolio engagements the Desk has worked, four observations recur. First, a credible exit plan moves the concession band on the incumbent renewal by 18 to 34 percent. Second, the buyers who exit one product family typically stay on three or four others, and the exit of the first is what produces the negotiating posture on the rest. Third, the migration economics are not symmetric across the five product families. Fourth, the phasing decision is the decision that produces the outcome, and it is made 18 to 36 months before the renewal cycle.
This paper is the document the Desk hands buyers in the second analyst call, after the first call has established whether an exit is on the table at all.